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Make a copy of this tool by going to "File > Copy". INSTRUCTIONS: First, put the names of your different Ideal Customer Personas (ICP) under "ICP Name". Then for each ICP, ask yourself the questions and enter in a number from 1 to 5 (where 1 = Not at all, and 5 = Very much so). Finally, use the totals to see the hierarchy of who you will focus on for the next 30-90 days.
For examples, check out this blog post: https://alisonkconsulting.com/how-consultants-can-prioritize-multiple-icp-for-marketing/
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#1 How accessible are they to me right now?#2 How well do I know their needs?#3 How quickly can I market and sell to them? #4 How passionate am I about them? #5 How relevant are they to my business goals? #6 How low-risk are they to work with/pursue?Add Up Total (ICP with highest number is who you should focus on)
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Do I have any “ins” via referral partners or connections? Do they show up in the same spaces I'm in?Do I know their needs, jargon, and goals inside-out? Can I predict their objections?Do I already have content, testimonials, case studies, or offers that speak to their needs? Am I already getting inquiries/leads? Do I understand their decision-making process?Do I get excited talking about their problems and vision? Would I enjoy a full roster of these clients? Do I feel connected to their mission or impact? Is there more to them beyond their profitability/status?Do they align with my business goals? Do they help build my long-term vision (recurring revenue, authority, impact?) Would working with them open more doors?I don't have to worry about complex contracts, red tape, or delayed payment cycles. I don't have to worry about legal, ethical, or reputational risks. They are easy to please.
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ICP #1: Non-Profit Executive Directors43542422
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ICP #20
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ICP #30
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ICP #40
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